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APAC Business Leader, Software Managed Services

Keywords / Skills : Sales, Software Sales, Product Sales, Business Development, Customer Relationship, SAAS, Managed Services, Enterprise Sales, IT Sales

5 - 10 years
Posted: 2018-05-30

Job Description
Job Summary:

We are looking to hire APAC Business Leader, Software Managed Services to work in Hong Kong. Who has strong experience in building and deploying business models for SaaS / Managed Services Solutions, Bachelor’s Degree or equivalent in a Business / Finance / Technical field, Advanced degree preferred.


Scope of the Role:
  • The APAC Business Leader Software Managed Services will report directly to the Commercial Services Leader of Software Managed Services. This role will be the single point of accountability for all business activities of our Managed Services (Full Scale) business in APAC and will be instrumental in ensuring we meet and exceed regional organizational and profitability targets. This role will also report into the APAC leadership team and will be responsible for ensuring the needs of the region are included into the Managed Services growth and delivery strategies. 
  • The APAC Business Leader will play a crucial role in
  •  (a) championing the regional Managed Services needs within the Managed Services organization, 
  •  (b) understanding BOM’s and working with other members of the Managed Services Leadership team to ensure all costs are not only captured, but identify ways to lower cost of delivery specific to the region, 
  •  (c) working across the region to define timing and sequence of market deployments, and 
  •  (d) ensuring that sales, marketing, customer management and IT across the region are aligned and supported as needed. Success metrics will include driving regional availability of Managed Services solutions, ensuring deal profitability, ensuring all regulatory and legal issues have been identified across the region, and support sales and marketing efforts in the different GEO’s. 
  • This role will require the ability to effectively influence and support a matrixed organization, meet milestones, as well as work across the organization at all levels to evangelize and garner support for the vision and direction of the Oncology SW Managed Services organization. Other parts of the organization will look to this person as a trusted business partner who will be a key influencer on all business and revenue drivers, commercial execution, and strategic alignment with Varian’s corporate objectives. As such, a high degree of collaborative influence and teaming will be essential for success in this role. 
  • Success will require experience with, and a thorough understanding of, Managed Services pricing, deployment methodology and cost impacts, and customer (national and international) needs. 
  • The ideal candidate has a thorough understanding of SaaS/Managed Services solutions and is a proven influencer across all levels of the company. He/she has seasoned people-manager experience (direct or indirect), proven track record for collaborative influence across organizations, and demonstrated experience as a change agent for initiatives that encompass substantial change impacting people, process, and technology. 
 

Minimum Requirements: 
  • 8+ years of related experience building and deploying business models for SaaS / Managed Services solutions 
  • 5+ years of experience managing teams of high achievers 
  • Experience and strength working in a matrix-style organization with cross-functional accountability and influence 
  • Bachelor’s Degree or equivalent in a Business / Finance / Technical field. Advanced degree preferred 
  • Strong Software sales experience and an understanding of the difference between product sales and a consultative sales approach 
  • Excellent Customer relationship and sales skills 
Desired Experience/Skills: 
  • Intimate understanding for why customers purchase software managed services and the various pricing models that exist within the Managed Services / SaaS ecosystem 
  • Strong financial modeling skills, including understanding of various pricing strategies 
  • Experience in Managed Services / SaaS solutions sufficient to build credibility and trust among customers and sales people 
  • Familiarity with and experience delivering on large-scale enterprise IT solutions 
  • Able to shift with changing priorities and objectives as part of a dynamic team 
  • Highly adaptive with an understanding of the urgency of all team initiatives 
  • Exceptional organization and time management skills 
  • Highly collaborative; team player 
  • Excellent communications skills, both written and spoken. Fluency in English is required. 



About Company

Varian Medical Systems’ vision is a world without fear of cancer. To meet this challenge, we equip the world with new tools for fighting cancer.
Since the 1950s we have been producing tools that harness the power of X-ray energy to benefit humankind. Our history is one of pioneering developments in the fields of radiotherapy, radiosurgery, X-ray tube technology, digital image detectors, cargo screening, and non-destructive testing. Today, we have a robust product portfolio and long-standing relationships with many of the world’s leading clinicians. As Varian continues to grow, our staff of approximately 6,500 employees in 70 sales and support offices around the globe is developing innovative, cost-effective solutions that help make the world a healthier place.
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